Assistant Vice President of Global Complex & Large Deal Development Leader, ServiceNow
$226.1-373.1k
+ Variable/incentive compensation. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure
Cloud-based digital workflows for enterprises
Be an early applicant
Cloud-based digital workflows for enterprises
1001+ employees
Be an early applicant
$226.1-373.1k
+ Variable/incentive compensation. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure
1001+ employees
Company mission
To transform IT to revolutionise the enterprise.
Role
Who you are
- 15+ years of experience, with a combination of management consulting, GTM strategy, and direct sales within the software industry
- 10+ years of consultative direct sales experience with Enterprise accounts, preferably selling SaaS
- 5+ years in a leadership or sales leadership role, with a demonstrated track record of coaching and mentoring high-performing teams
- 2+ years of experience in large deals, corporate strategy, or business development, with a focus on complex transactions like M&A, IP acquisition, or revenue share models
- Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry
- Demonstrated success in shaping and qualifying large, transformational enterprise transactions in complex stakeholder environments
- Experience in leveraging or critically thinking about how to integrate AI into work processes and decision-making
- Exceptional executive presence, communication, and influencing skills
- A strategic thinker with a bias for structure, clarity, and process
- Strong analytical and financial skills with the ability to clarify complex opportunities and risks
- A confident facilitator who builds trust with executives and cross-functional teams
- Energized by ambiguity and comfortable with handing off deals without full lifecycle ownership
- Ability to work effectively in a matrixed, multi-geo environment
- A continuous improvement and growth mindset
- Proven ability to build strong networks within teams, among peers, with clients, and with executive leadership
What the job involves
- The AVP, Global Complex & Large Deal Development Leader will be a key leader in driving the company's long-term revenue growth through strategic, large-scale transactions
- This role is responsible for the entire lifecycle of high-potential deals, from early-stage identification and strategic shaping to the smooth handoff to the execution team
- You will lead a global team and partner with key stakeholders across the organization, ensuring every deal is strategically sound and positioned for success
- Lead and inspire a global team focused on complex and large deal strategy, development, and velocity
- Drive demand for large and complex deals by identifying, shaping, and qualifying high-potential opportunities 12-18+ months out
- Act as a central hub for cross-functional collaboration during the early pursuit phase, aligning on strategic sales messaging with teams such as Corporate Development, Strategic Finance, and Field Planning
- Partner with the Office of the CEO, Corporate Strategy, and other key business functions to develop transformational deals
- Active participation in C-Suite Engagements, Executive Briefing Center presentations, and ongoing client facing activities helping to shape customer initiatives
- Orchestrate pipeline resources down to the area/geo levels to ensure effective monthly maturity and alignment across regions
- Establish clear, documented deal qualification criteria, including sponsorship, budget, and risk posture
- Ensure a seamless transition to the execution team, providing a comprehensive deal profile and clear context without duplicating ownership
- Contribute to the creation of mega deal development playbooks and qualification frameworks to enable scalability and repeatability across the organization
- Lead demand generation activities, collaborating with geo stakeholders to ensure consistency and alignment
Our take
ServiceNow provides cloud-based solutions that define, structure, manage, and automate services for enterprise operations, transforming old, manual ways of working into modern digital workflows. The company was founded in 2004 with a vision to build a cloud-based platform that would enable regular people to route work effectively through the enterprise.
Much as Salesforce enables a company to manage its external clients by keeping a record of all contacts and interactions, ServiceNow promises an internal system to meet the needs of employees. It has succeeded in claiming half the market, setting itself apart from legacy IT service-management software players like BMC Software, Hewlett Packard Enterprise, Cherwell Software and CA Technologies.
The company's success comes from two product traits: simplicity and customisability. ServiceNow's IT tools don't require the IT department to set them up. Once running, they offer a single collection centre for requests, data points and checklists, all of which can in turn be analysed by algorithms to predict needs, flag concerns and measure efficiency.
The company has more than 7500 customers, including 80% of the Fortune 500 list of the United States' largest corporations. ServiceNow now looks to increase its revenue threefold in upcoming years and has entered into a 5-year partnership plan with Visa, beginning with the launch of a Visa-integrated dispute resolution solution for issuers. The company is prioritising organic growth over mergers and acquisitions, with a target revenue of $15 billion, something which its Visa partnership will no doubt aid in achieving.
Freddie
Company Specialist at Welcome to the Jungle
Insights
16% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Mar 2012
$11m
GROWTH EQUITY VC
Feb 2012
$17.9m
GROWTH EQUITY VC
Total funding: $83.8m
Company benefits
- Commuter benefits
- Annual learning stipends
- Work from home opportunities
- Generous family leave
- Matched donations
- Flexible PTO
- 401(k) matching
- Paid volunteer time
Company HQ
Santa Clara, CA
Leadership
Fred Luddy
(Chairman Of The Board)Previously Software Developer at Amdahl Corporation for 4 years and CTO at Peregrine Systems for 13 years.
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